Growth – Deliver the territory’s budgeted revenue, margin, and volume.
Customer Management – Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to Lonza Solutions. Maintain and develop the right relationships at assigned accounts as well as identify the right prospects within the industry. Drive customer consensus around Lonza’s solutions within the customer’s organization.
Strategic Alignment – Enable the business team’s short, medium, and long-term objectives for accounts, applications, channels, and markets within the territory. Collaborate with business leaders to negotiate, drive, and implement pricing strategies. In line with business team goals, participate in select marketing activities and promotional programs.
Market Insights – Continuously monitor, analyze, and report on competitive activities, new business opportunities, Regulatory developments, customer perceptions, and market needs. Author, distribute, and log timely, comprehensive call reports for all pertinent customer and market activities.
Administrative – Maintain accuracy of product/customer forecasts and remedy variances as requested. Submit internal reports as required. Comply with annual budgeting activities. Consistently utilize Salesforce.com in conjunction with business team needs. Fulfill territory obligations in strict observance of travel and entertainment budget.
Account Planning – Author, maintain, and utilize comprehensive account plans for all accounts in territory.
Opportunity Pipeline – Actively manage all territory new business opportunities within Salesforce.com and/or IPM database. As required, report out/up each opportunity’s status. Drive opportunities to closure and increase deal size within the territory.
Perform other duties as assigned.
Bachelor’s degree required
Preferred area of study: Business, Engineering, Chemistry
5+ years of experience in Sales and/or Marketing
People come to Lonza for the challenge and creativity of solving complex problems and developing new ideas in life sciences. In return, we offer the satisfaction that comes with improving lives all around the world. The satisfaction that comes with making a meaningful difference.